Latest / Open The Gate / S2 EP 3- Preston Sullivan: Beyond Transactions: The Human Side of Commercial Real Estate

Transcript

S2 EP 3- Preston Sullivan: Beyond Transactions: The Human Side of Commercial Real Estate · Open The Gate

• 0:20
  Speaker 1: Good morning, Kaylee.
• 0:21
  Speaker 1: In this case, red means talk.
• 0:23
  Speaker 1: Yes, you can see where I can be confused.
• 0:28
  Speaker 2: You got confused.
• 0:29
  Speaker 2: I'm left-handed.
• 0:29
  Speaker 2: Welcome everyone.
• 0:31
  Speaker 1: Getting younger by the minute.
• 0:35
  Speaker 2: Welcome to another episode of Dan fumbling with technology.
• 0:38
  Speaker 3: Maybe he's just colorblind.
• 0:39
  Speaker 1: I think that, yeah, I mean, we can go that direction.
• 0:42
  Speaker 1: This can just be a.
• 0:43
  Speaker 1: B-roll of Dan's technical inefficiencies.
• 0:46
  Speaker 4: Pod bloopers and roasts.
• 0:50
  Speaker 1: Quick turnaround, so not a whole lot to catch up on, but are you good?
• 0:54
  Speaker 2: I'm good, life's good, getting busier, which is exciting yeah.
• 0:58
  Speaker 2: Learning how to balance that with motherhood is fun.
• 1:01
  Speaker 2: It's an interesting thing, my wife leaves for her first business trip this weekend.
• 1:06
  Speaker 3: So Friday.
• 1:07
  Speaker 2: Yeah, she'll be gone for five days.
• 1:08
  Speaker 2: Yes, a little nervous.
• 1:11
  Speaker 2: We did switch days with the nanny, so she's coming this weekend, so I won't be alone with the baby for five days by myself, but it's a little nerve-wracking.
• 1:19
  Speaker 2: Yeah, yeah, I'm a little intimidated.
• 1:22
  Speaker 1: Fortunately so if I call you crying Fortunately you have a nanny.
• 1:25
  Speaker 1: I mean, you know, there's people in this world who just have to do it.
• 1:29
  Speaker 2: I have to say I know how lucky I am.
• 1:32
  Speaker 2: I'm so incredibly blessed.
• 1:34
  Speaker 2: So how are you?
• 1:35
  Speaker 2: How are things?
• 1:35
  Speaker 2: I'm well, yeah, traveled for any competitive sports recently, nope, nope, had the weekend off, that's a first of the year.
• 1:41
  Speaker 1: Marina and I went to just a spontaneous concert.
• 1:44
  Speaker 1: Friday night we went to Cody Johnson country concert.
• 1:47
  Speaker 1: It was fun.
• 1:47
  Speaker 1: Good, I love country concerts.
• 1:49
  Speaker 1: Yeah, a lot of fun.
• 1:50
  Speaker 1: I spent my whole life.
• 1:51
  Speaker 2: I listen to country, love it.
• 1:53
  Speaker 2: I didn't go to my first country concert until last year, dierks Bentley Red Rocks in Colorado.
• 1:58
  Speaker 1: Oh, Dierks is awesome.
• 1:59
  Speaker 1: It was so fun.
• 2:00
  Speaker 1: Was he flying the?
• 2:01
  Speaker 2: plane.
• 2:02
  Speaker 2: He was just and you know what, I was two and a half months pregnant, so I didn't really get to do the full rage that I really wanted to.
• 2:10
  Speaker 3: That's unfortunate.
• 2:11
  Speaker 1: The full rage, it happens faster in Denver.
• 2:14
  Speaker 1: Your altitude yeah, I know it's a cheaper high, it's a cheaper.
• 2:18
  Speaker 1: I mean, I could have been such a cheap fun date, but you know what?
• 2:21
  Speaker 2: I would have been the girl that he called up on stage to shotgun a beer with him and I would have done the population of Rednecks proud in the way that I would do it anyway, but yeah, now, now.
• 2:31
  Speaker 2: Now you know younger or older kids, so I'm sure it'll come up later on, but today's guest proud papa of three.
• 2:48
  Speaker 1: And it's cool because he's kind of right in the middle of, like you.
• 2:51
  Speaker 4: I'm the cream filling of this Oreo.
• 2:53
  Speaker 1: Yeah, for sure That'll be the first of many inappropriate references.
• 2:59
  Speaker 1: I'm so excited.
• 3:02
  Speaker 4: Bring it on.
• 3:02
  Speaker 4: Do I need to sign something here?
• 3:04
  Speaker 1: No, not at all Today's guest.
• 3:07
  Speaker 1: I often refer to him as my taller, younger, better-looking brother, and when we get out in the space we've actually been confused for brothers many a time, you guys are rocking the same facial hair.
• 3:20
  Speaker 2: I mean, I can see how it'd be confusing.
• 3:21
  Speaker 4: Well, we share a razor.
• 3:22
  Speaker 4: I bet Based on the length and job you're working at right now.
• 3:26
  Speaker 2: Yeah, that's true.
• 3:28
  Speaker 1: And apparently I'm both a little lazy because this is longer than I used to yeah, me too.
• 3:32
  Speaker 4: It's because it hasn't been so damn hot.
• 3:34
  Speaker 4: Yeah.
• 3:35
  Speaker 1: So, without further ado, let's play him in coach.
• 3:38
  Speaker 3: Let's play him in here.
• 3:42
  Speaker 2: Here we are oh, oh, and this is where Dan fumbles with technology.
• 3:48
  Speaker 4: This is where we're supposed to start.
• 3:49
  Speaker 4: Is anyone hearing this music?
• 3:51
  Speaker 4: Not at all.
• 3:52
  Speaker 4: I guess my walk-up song is silence.
• 3:54
  Speaker 2: Oh, dan hears it in his headphones.
• 3:55
  Speaker 2: That's good, all right.
• 3:57
  Speaker 2: Well, we're just going to hope that the rest of the listeners there we go.
• 4:01
  Speaker 1: Kaylee was so ready to hate on me for not having the music playing, but it was playing.
• 4:07
  Speaker 4: Okay, I heard it.
• 4:08
  Speaker 4: Well, somebody else hears it.
• 4:10
  Speaker 4: I knew it was.
• 4:10
  Speaker 4: It'd be like the voices in his head.
• 4:12
  Speaker 4: We'll see.
• 4:13
  Speaker 2: Really, we'll see how it goes.
• 4:15
  Speaker 4: It was Baby Shark, that's what I was rocking.
• 4:17
  Speaker 4: It was definitely playing in mine.
• 4:19
  Speaker 1: We are off to another rip-roaring start.
• 4:22
  Speaker 2: In case listeners that didn't come through, just imagine what the song was in your head.
• 4:26
  Speaker 3: This is up to you.
• 4:27
  Speaker 4: It was that good.
• 4:28
  Speaker 4: It's listener roulette.
• 4:30
  Speaker 2: It's like using your imagination to get to that point, and so we have Preston.
• 4:37
  Speaker 1: Sullivan with us today.
• 4:38
  Speaker 1: Preston Sullivan, Chicago title.
• 4:39
  Speaker 1: He's run the gamut of affiliate professions in the real estate space, both residential and commercial.
• 4:48
  Speaker 1: But first and foremost, let's get this thing rolling.
• 4:51
  Speaker 1: So your song was.
• 4:52
  Speaker 1: Motto by NF.
• 4:54
  Speaker 4: Yeah.
• 4:56
  Speaker 1: So why did you choose that song?
• 4:59
  Speaker 4: Because I think I walk to a different beat than most people.
• 5:01
  Speaker 4: A lot of people try to give you kind of direction and I say if it ain't broke, don't fix it.
• 5:08
  Speaker 4: I see a lot of different techniques and my motto is build a relationship and the business will follow, and that's been probably my biggest success.
• 5:18
  Speaker 4: I don't see anyone as a business opportunity, but a relationship that builds me me to be a better connector person.
• 5:25
  Speaker 1: That helps out people and you and I have connected on on that style so much and I know when, when Kaylee was more in the in the the what, the B2B sales role, um, I think she embraced that relationship component as well.
• 5:40
  Speaker 2: You have to yeah, for sure?
• 5:43
  Speaker 1: Well, I think.
• 5:43
  Speaker 1: But I think like nowadays there's so many, um, there's so many challenges of, and I say, air quotes, convenience, um, you know, all these tools that are supposed to make making the relationship easier.
• 5:56
  Speaker 1: Like text they're just if you're using them.
• 6:00
  Speaker 1: If you're relying on them too much, you're missing the boat.
• 6:03
  Speaker 4: If your phone's not ringing too and they're asking you for something, then you're using them if you're relying on them too much you're missing the boat.
• 6:07
  Speaker 4: If your phone's not ringing, too, and they're asking you for something, then you're not doing your job.
• 6:10
  Speaker 1: Yeah, and you and I talked about that all the time.
• 6:11
  Speaker 1: Like I was, like I just wanted to be the resource, like even if I wasn't the solution, like I was the person who they knew could get them directly to the solution.
• 6:20
  Speaker 1: Right, and I think that's kind of how Preston approaches it as well.
• 6:24
  Speaker 1: And it's, you know, if, like I said, listeners who are, you know, getting into a sales career, no matter what the arena is, you got to be willing to go deep and make that connection and you can't rely on a social media tool as a, you know, the golden axe, or whatever.
• 6:42
  Speaker 2: No, I'm actually going to be speaking at a convention at the end of this year and I'm going to be speaking to an audience of title reps.
• 6:49
  Speaker 2: That's what I used to do in my past, as you know and this is part of what I'm going to be talking on is you can't just be transactional.
• 6:57
  Speaker 2: You have to be transformational, you have to be, one step ahead of the client.
• 7:01
  Speaker 2: You have to know what their pain source is and sell them the solution Right.
• 7:12
  Speaker 4: And you have to bring the value, not in terms of the tools that every title rep has, right Like every time, they mainly all have the same technology calendars and notepads and stuff.
• 7:16
  Speaker 4: It's like, hey, how do you bring in value?
• 7:18
  Speaker 2: Right.
• 7:18
  Speaker 4: I don't know the answer, but I could find it for you.
• 7:20
  Speaker 2: Yeah, I was a self-described collector and connector of people.
• 7:23
  Speaker 2: So every single you know, social event, networking event.
• 7:27
  Speaker 2: I was saying, hey, Dan, have you met Preston?
• 7:29
  Speaker 2: You know, this is what you guys do.
• 7:31
  Speaker 2: I think you guys could really collaborate on something, and then it creates like this feeling of reciprocity, of like, wow, kaylee really set me up with the right people of that, I want to set her up with the business.
• 7:43
  Speaker 1: And with the expectation of absolutely nothing in return, and I wholeheartedly say that I don't expect anything at all in return.
• 7:50
  Speaker 1: If I can help you complete a task or do your job better, I just want to do that and so you're right, the reciprocity thing.
• 8:00
  Speaker 1: But there's no expectation of reciprocity.
• 8:03
  Speaker 4: People remember that, though that's how I kind of reciprocity, I mean people remember that, though it's like you know, and that's how I kind of see it as like wow, that introduction was so beneficial to my business that there was no ask, or how can I help you?
• 8:14
  Speaker 4: Kind of thing.
• 8:14
  Speaker 4: It was just they genuinely wanted to make that introduction to me, to me, to make myself more successful, and I think they hold onto that a lot more than hey.
• 8:24
  Speaker 4: Have you seen this flyer or you know this?
• 8:27
  Speaker 4: This technology it's actually a warm introduction is so much better than cold calling any day of the week.
• 8:32
  Speaker 1: Well, and even, and even for me I mean obviously, I mean I owe you a massive gratitude, like just as I've made as I've transitioned away from the commercial from the residential real estate world and into the commercial space.
• 8:47
  Speaker 1: Preston's done such a fantastic job of building his own relationship and his own network in there, and I mean he's just been so outwardly giving with the connections and the introductions and everything.
• 8:59
  Speaker 1: So I owe you a gratitude.
• 9:00
  Speaker 1: Thank you very much for that oh, absolutely man.
• 9:02
  Speaker 2: Well, that's actually a perfect segue to how did you land in the commercial space?
• 9:06
  Speaker 2: Commercials, as we know, but a lot of listeners don't.
• 9:09
  Speaker 2: It's a totally different beast than the residential world that most people are familiar with in our real estate industries.
• 9:16
  Speaker 2: Dan, you're figuring that out now, oh yeah, so tell us how did you land in the commercial space?
• 9:21
  Speaker 2: What do you like?
• 9:25
  Speaker 4: What's different than residential?
• 9:25
  Speaker 4: Give us all the tea.
• 9:26
  Speaker 4: Well, I started at the.
• 9:27
  Speaker 4: I mean back in the day.
• 9:28
  Speaker 4: I mean obviously I was raised subdivision construction, my father and then so your legacy Rapa Nah we'll go that deep.
• 9:39
  Speaker 4: I think it was because I felt like I was kind of hitting the ceiling in the residential world and I saw a lot of repetition and looking at the commercial side of things was a challenge and a bigger opportunity.
• 9:52
  Speaker 4: So I threw my hat in the ring and I said, hey, if there's ever an opening position here and this was at Placer Title and it happened to come up quicker than I expected and then probably the first week when I dove in, I knew it was where I wanted to be, because I got two checks to deliver for commissions that I'm pretty sure I could have paid off my first house with that's incentivizing.
• 10:16
  Speaker 4: Well, yeah, it was just like you know here's my shaking hands, congratulations, shaking hands to congratulations, so but um finding out the different avenues and the financial um, you know where it all comes from the banks, the developers, the, you know, the cities, the performers of how to get everything from the ground up.
• 10:35
  Speaker 1: And but even, but even before that I mean you had you spent time in the termite world, right Like that's where you and I first met is competing directly in the termite world and you referenced the dollar volumes that are associated, and I think there's two major differences between the commercial and the residential world, and one is the emotions.
• 10:54
  Speaker 1: The commercial is very black and white, it is very.
• 10:56
  Speaker 1: Plug these numbers into your spreadsheet.
• 10:59
  Speaker 1: If it comes out black, it's a go, If it comes out red it's a no.
• 11:02
  Speaker 1: And the other piece is that emotional piece and I think there's a lot of people that enjoy the emotional piece and I think there's a lot of people that enjoy the removal of the emotions and just the fitting into the spreadsheet.
• 11:17
  Speaker 4: Commercial is very business-driven.
• 11:19
  Speaker 4: You're not like selling mom's asset that you grew up in that house, but it's amazing, though, because you're still.
• 11:26
  Speaker 1: You still have to sell yourself, right, they still.
• 11:28
  Speaker 1: It's still a very, very massively relationship oriented business.
• 11:34
  Speaker 1: If they don't trust you, they don't, because that's the other thing.
• 11:36
  Speaker 1: Right, the dollar amounts you're talking.
• 11:39
  Speaker 1: You're typically going from, you know, four and five figures to six figures to five and six, you know, and maybe seven, you know, in some cases where the dollar amounts are just so astronomically higher, much higher than in the other space, so I think that's huge.
• 11:57
  Speaker 1: So going from the termite to residential, you know, title to commercial title, that progression there had to have been just.
• 12:01
  Speaker 1: Oh yeah, it was mind blowing.
• 12:01
  Speaker 1: You know, title to commercial title, that progression there had to have been, just.
• 12:05
  Speaker 4: Oh yeah, it was mind-blowing, you know, and it was also never stopping and always keeping being optimistic and finding different avenues of growth.
• 12:13
  Speaker 4: Right, that was my biggest thing.
• 12:15
  Speaker 4: But I mean, honestly, back to the termite world.
• 12:17
  Speaker 4: It probably put me in the direction I am at because of Kyle Finley when I worked there.
• 12:25
  Speaker 4: I was working for the construction division of it and he did this StrengthsFinder test for the whole company and my top three was woo, adaptability and competitiveness.
• 12:34
  Speaker 4: And then the guy that ran the test was like who the hell is this guy?
• 12:37
  Speaker 1: Yeah, and he's like, oh, that's the guy, I'm a woo also, yeah.
• 12:41
  Speaker 4: He's like oh, he's in our construction division, he runs a couple of G-Gos, Get him the hell out of that and get him into sales, and so that's kind of like my first step and thankfully for that position and opportunity he gave me kind of put me in a totally different direction and path.
• 12:56
  Speaker 4: So it was, and that was fun because that was a whole different type of competitiveness I had never even imagined.
• 13:02
  Speaker 1: For those who don't know, like the Woo and StrengthFinder.
• 13:05
  Speaker 1: Strengthfinder is an incredible, incredible basis to really figure out personality types and stuff.
• 13:11
  Speaker 1: But Woo like basically a Woo person when they walk into a room like they don't want everybody to like them.
• 13:17
  Speaker 1: They need everyone to like them and they will work tirelessly until they accomplish that.
• 13:21
  Speaker 1: So that's, why.
• 13:23
  Speaker 4: When you know there's over.
• 13:29
  Speaker 1: Yeah, that's why you have these woo people in sales, because they're they're usually pretty, pretty tenacious when it comes to getting the job done.
• 13:33
  Speaker 1: Yeah, and, and it's interesting because there's not, it's not a, it's one of the least common, like identifiers or strengths.
• 13:38
  Speaker 2: I always thought that that was a weakness of mine.
• 13:40
  Speaker 2: Like needing to be validated and approved, and like yeah, I mean, there's probably.
• 13:50
  Speaker 1: There's probably that side of the coin as well.
• 13:51
  Speaker 1: Right, like you can, you can tirelessly chase these relationships that are not going to be beneficial.
• 13:54
  Speaker 2: you know mutually beneficial Well they all say if somebody's strengths is an absolute, or somebody's weakness is an absolute strength and it's put in the right path.
• 14:02
  Speaker 1: That's why salespeople are easy to sell right.
• 14:06
  Speaker 2: Great salesperson, like phenomenal salesperson, sucker for a great pitch.
• 14:10
  Speaker 2: I've seen her pay $70 for a magazine from a door-to-door salesman because she had a great pitch.
• 14:14
  Speaker 2: I don't think that magazine ever showed up.
• 14:16
  Speaker 2: I don't think we ever got that magazine, but it was a great pitch.
• 14:20
  Speaker 4: Hey all delivery.
• 14:24
  Speaker 2: I'm curious, sorry, but just personally how is the commercial space right now?
• 14:29
  Speaker 4: I mean it's interesting.
• 14:30
  Speaker 4: So it's a little different than, obviously, residential.
• 14:32
  Speaker 4: But they're always moving money.
• 14:34
  Speaker 4: They have to right, because there's 1031 exchanges, there's tax purposes, there's businesses that are opening and closing or shrinking and growing right, so there's always got to be some type of movement.
• 14:44
  Speaker 4: There's leases that give up like certain amount of time, so they got to figure out different suggestions and there's always something moving.
• 14:50
  Speaker 4: But there's also a lot of strategic financial benefits of what they're going to do.
• 14:56
  Speaker 4: They know if they don't have to, they're going to hold back and sit and wait for things to change.
• 15:00
  Speaker 4: So like right now, thes how they haven't dropped the rate there's got.
• 15:03
  Speaker 4: There's a lot of people that are kind of sitting back and figure out what they're going to do.
• 15:11
  Speaker 2: It's very, it's very tactical.
• 15:12
  Speaker 2: Yeah, no, I honestly I love that, like, take out the emotion and let's just get the meat and potatoes and negotiations and numbers, and like this is what it is, it's, it's, but it's also.
• 15:18
  Speaker 1: The commercial space is also very um I don't want to say fragment, it's the wrong word but it's individual industries within it.
• 15:26
  Speaker 1: So there's retail, there's commercial there's industrial, there's multifamily, there's all these different arenas within that are all just like residential real estate in that space.
• 15:39
  Speaker 2: Yeah, that makes sense so super, super unique.
• 15:41
  Speaker 1: I mean even like for me, when I walk into these environments like some of my, some of my competitors do ground up construction and we, we specialize more in repair stuff, so it's like figuring out where, where you fit in and each one, and there's not.
• 15:55
  Speaker 1: It's.
• 15:55
  Speaker 1: It's funny Cause I mean there it's huge and there's almost less competition, but the competition competition is more fierce.
• 16:02
  Speaker 4: I think the best thing about it, though, too, is understanding and loyalty, because once you become part of their team, it's just like, as the brokers do, too, with their clients Communication, and you are accountable, and they become loyal because you become part of their closing and being a success story to their full-on open, close, even like with construction or detail If you could be somebody that they have less stress to worry about helping them out.
• 16:26
  Speaker 4: You all come on the same squad, same huddle, get to the end zone and then end of the game.
• 16:31
  Speaker 4: So that part of it is huge, because once they understand that you're part of their team and you're going to do what you can to bust your butt to get them to the finish line the same time with them, the loyalty is a lot better.
• 16:45
  Speaker 4: The residential side.
• 16:47
  Speaker 2: That's, that's the double edged sword of sales.
• 16:49
  Speaker 2: I think, though, is that we can be the best we can be, but we are only as good as the team we align ourselves with, and that's the hardest part is making sure you find the people who match your work ethic, your discipline, your response time, your communication right, because everyone you work with is a reflection on you, oh, 100%.
• 17:06
  Speaker 4: So you get a referral out and you get burnt right, oh man, because we're selling a service.
• 17:10
  Speaker 4: We all, I mean we are.
• 17:11
  Speaker 1: Yeah, it's like Well, and that's, you know, and I think, the accountability you touched on.
• 17:23
  Speaker 1: We talk about it all the time on this podcast, Like you're doing.
• 17:25
  Speaker 1: If they need to get a hold of you, they need to get a hold of you and then you're responsive.
• 17:28
  Speaker 1: So that accessibility and accountability if you tell someone you're going to get something done you have to get it done.
• 17:33
  Speaker 2: Yeah, you would think that that's the most basic thing.
• 17:35
  Speaker 2: It is Just like be available and communicate pulling teeth.
• 17:40
  Speaker 1: Well, simple, not easy.
• 17:41
  Speaker 1: Right, Simple not easy.
• 17:42
  Speaker 1: It's a great distinction there, Dan.
• 17:43
  Speaker 1: I think that, uh, dumb it down, but that's true, but it's, it's what it is, Just a response goes so far.
• 17:55
  Speaker 1: I know, hey, I got your email, I will get get on it.
• 17:58
  Speaker 1: I can't tell you how many times immediately hang up and send them a text message, even if your text message just says I just left you a voicemail, Yep.
• 18:04
  Speaker 2: I always follow up with a text regarding this.
• 18:07
  Speaker 4: I usually do a selfie.
• 18:13
  Speaker 2: I mean I don't know.
• 18:15
  Speaker 4: My next question was going to be at what part of your body is going out.
• 18:15
  Speaker 2: Well, I don't have that good of a zoom.
• 18:16
  Speaker 1: Depends on who it's going to.
• 18:18
  Speaker 4: I'm not that desperate for sales guys.
• 18:20
  Speaker 4: Come on and I.
• 18:20
  Speaker 4: Sales guys, come on and I love my wife and my life, let's go.
• 18:26
  Speaker 1: So you've got like quite a bit of experience.
• 18:29
  Speaker 1: So if someone was looking to get into kind of doing what you're doing, what?
• 18:32
  Speaker 1: What would you say like, what's the starting point?
• 18:34
  Speaker 1: Like?
• 18:35
  Speaker 1: Or a good piece of advice, like, maybe a lesson that you learned the hard way for someone to avoid?
• 18:43
  Speaker 4: um, I think honestly is know your self-worth and you got to learn.
• 18:46
  Speaker 4: The most important thing is self, is self branding right?
• 18:49
  Speaker 4: You got to learn that.
• 18:50
  Speaker 4: And then find out, especially commercial, I mean, find out what Avenue where you can add value, right.
• 18:56
  Speaker 4: So find out, do your research, find out who you can connect with, especially like if I were just getting into it, I would first go through my LinkedIn and whoever I was connected with, naturally.
• 19:07
  Speaker 3: Already yeah.
• 19:08
  Speaker 4: And then maybe call them because it's a warm call, and then have a conversation with them and give about hey, I'm thinking of getting into this, and then get their opinion, their feedback, and then once I did those 10 calls, and then I'd probably do that before I even go into an interview of a job or a position, because then you will kind of know, okay, so if Bob knows 20 people in this industry and I call 10 Bobs, I mean all right, I'm already into that.
• 19:32
  Speaker 1: Many people, potentially warm leads and contacts, so that'd be my first step, even if you suck, two and a half of those people are going to take.
• 19:38
  Speaker 1: Yeah, exactly, it's a percentage game, right?
• 19:40
  Speaker 1: One of them's got to
• 19:42
  Speaker 4: say yes, favorite word is no, you're one step closer to a yes.
• 19:45
  Speaker 2: Honestly, it's exciting.
• 19:46
  Speaker 2: I'm the type of person that I get.
• 19:47
  Speaker 2: There's a part of me.
• 19:49
  Speaker 2: I think my ego gets a little hurt when I hear a no.
• 19:51
  Speaker 2: But the rest of me, the champion in me, gets excited because it's like one more step to a yes.
• 19:57
  Speaker 4: Yeah.
• 19:57
  Speaker 2: One step closer to a yes, take it and move on.
• 20:01
  Speaker 2: Take it and move on.
• 20:01
  Speaker 4: Well, if she said no, obviously you don't see my value.
• 20:06
  Speaker 1: I mean that's such a brilliant thing too and that one's almost kind of cliche too.
• 20:10
  Speaker 1: But man like, if you can really wrap your head around that and believe that that every no is just one step closer to a yes, it's hard.
• 20:18
  Speaker 1: I mean, in sales there's a ton of rejection.
• 20:21
  Speaker 2: Yeah, you have to accept that rejection is a part of your success.
• 20:25
  Speaker 4: I always say too is like I say, hey, totally fine if you work with somebody else.
• 20:29
  Speaker 4: I said but if you happen because I know it's not always your choice if something comes up with our company and you're working with our team, feel free to reach out to me.
• 20:37
  Speaker 4: If anything pops up or you need a backup plan, even if it's not a file that we're working on, my team is happy to assist you and add any value or educational piece that we can to help you through the transaction.
• 20:47
  Speaker 1: Well, yeah, especially because your sales rep they're typically not going to be like super hands-on, but they're definitely a conduit to who?
• 20:55
  Speaker 2: is the good ones are hands-on.
• 20:56
  Speaker 2: The good ones are hands-on.
• 20:58
  Speaker 2: I was always involved in my transactions and I'm sure your clients know too.
• 21:01
  Speaker 1: I think you're always involved but like, like, like on my space in the, in the, in the construction world, I'm not swinging a hammer, driving nails Like they don't want me to do that but, I, can get to the project manager that you know, the general manager, the, the where the buck ends, and a lot of um.
• 21:18
  Speaker 1: I think a lot of people don't utilize their sales rep in that capacity.
• 21:22
  Speaker 2: No, they don't.
• 21:24
  Speaker 4: I usually get the good.
• 21:24
  Speaker 4: I mean thankfully.
• 21:26
  Speaker 4: It doesn't happen that often, but if something goes, you know, south and I get a call.
• 21:28
  Speaker 4: You got a pit bull in the corner ready to roll.
• 21:31
  Speaker 3: And it doesn't happen that often.
• 21:33
  Speaker 4: I mean usually what I I guess benefit from them too is finding referral resources, or hey, I think this did.
• 21:40
  Speaker 4: You hear about this, you see that no-transcript.
• 22:06
  Speaker 4: Oh no, no, I know my route.
• 22:07
  Speaker 4: Hey, listen, I just stay in my lane.
• 22:09
  Speaker 4: I know that I say hey, if you want me to hop in, I will screw this thing up, that's no problem.
• 22:13
  Speaker 2: Yeah, Our role is to make the client happy.
• 22:16
  Speaker 2: Escalate it to the right people, right.
• 22:19
  Speaker 2: Do it as quickly as and know that and also support our team like, reassure them.
• 22:24
  Speaker 2: Our team has got you and I've got you on this side and we're going to make you happy at the end of the day.
• 22:29
  Speaker 4: Yeah, and everyone's human.
• 22:30
  Speaker 4: So, hey, let me know if there's a fire that I need to put out right ahead of time.
• 22:34
  Speaker 4: Yeah, let me get the fire extinguisher ready.
• 22:36
  Speaker 4: I'll pull the pin, but don't tell me when the fire's already taken over the whole house and it's just a foundation left.
• 22:42
  Speaker 1: Especially if you've known about it, hey yeah, I.
• 22:44
  Speaker 2: you know, I've been trying to get ahold of your people for a week now.
• 22:47
  Speaker 2: It's like, well, what happened the first?
• 22:49
  Speaker 1: time?
• 22:49
  Speaker 1: What number did?
• 22:50
  Speaker 4: you dial.
• 22:51
  Speaker 1: Why didn't you put me in?
• 22:52
  Speaker 2: copy.
• 22:52
  Speaker 2: Why didn't you put me in the group tech?
• 22:55
  Speaker 2: Glad we're here now.
• 22:56
  Speaker 2: Let me jump on this.
• 22:57
  Speaker 1: But it's, but it's right.
• 22:59
  Speaker 1: That's my job.
• 23:01
  Speaker 4: is for you to bother me Well then you can't complain then, because you took your sweet time.
• 23:06
  Speaker 4: You took your sweet-ass time.
• 23:07
  Speaker 4: That sounds like a you problem now.
• 23:09
  Speaker 2: So if a week is our lag period, I'll get back to you in about seven days.
• 23:12
  Speaker 2: Remember that time.
• 23:14
  Speaker 4: You said you lack response time.
• 23:16
  Speaker 1: We had one come up this past week and it was like the industry standard is X and I'm like God damn it.
• 23:23
  Speaker 1: We need to be better than the industry standard.
• 23:24
  Speaker 1: Let's not, let's not fall back on the industry standard.
• 23:28
  Speaker 2: Some of those numbers are shocking, though.
• 23:29
  Speaker 2: When you see that, you're like it's really not hard to be better than the average.
• 23:32
  Speaker 1: Yeah Right, I'm like this is an our business.
• 23:37
  Speaker 4: How about just try?
• 23:38
  Speaker 2: Just try.
• 23:39
  Speaker 2: I heard when I was in title sales there was a national average of like the average national title rep would get less than two new customers a month and that just blew my mind.
• 23:50
  Speaker 2: I'm like I get two new customers without trying a week.
• 23:53
  Speaker 3: You know it's like yeah.
• 23:55
  Speaker 2: I just don't how.
• 23:58
  Speaker 4: I go to the grocery store, I get two right now.
• 23:59
  Speaker 4: Let's go to the gym.
• 24:00
  Speaker 4: I mean let's go out.
• 24:02
  Speaker 4: I love that.
• 24:03
  Speaker 2: I love that.
• 24:04
  Speaker 1: I love that you just said that.
• 24:05
  Speaker 1: I love that you said at the grocery store, because I've always been such a big proponent of this, like get them out of their arena.
• 24:11
  Speaker 4: Yeah, oh, a hundred percent, get them out of their office.
• 24:14
  Speaker 1: Exactly they're like find common ground, like I mean Preston and I, we've used golf for it for years and I used to get into a golf cart and be like, hey, like we're going to be here four or five hours together, like if I can't figure out how to do business with you.
• 24:28
  Speaker 1: I need to look in the mirror Like I've got a problem because in four or five hours we're going to, we're going to decide if, if, if, we're going to be friends or not, right, like.
• 24:35
  Speaker 1: And if we're going to be friends, like we're going to work together, If you're the office with a patient on the chair mouth open like hey, you want to buy this.
• 24:44
  Speaker 1: That's what I'm saying.
• 24:45
  Speaker 1: You don't even want him in his office within that office.
• 24:48
  Speaker 2: He's there to work Out of the office, Out of his white coat.
• 24:51
  Speaker 1: Now title can't really do that.
• 24:52
  Speaker 1: The title reps can say you want to get some coffee?
• 24:56
  Speaker 1: Oh, by the way, you're buying.
• 24:58
  Speaker 2: You want to buy yourself a coffee.
• 24:59
  Speaker 4: That's why it's fine, because you add value in different ways, right?
• 25:01
  Speaker 4: 100%?
• 25:02
  Speaker 4: Yeah, that's why?
• 25:03
  Speaker 2: yeah, it's honestly.
• 25:04
  Speaker 2: It's a way to get more creative than most people.
• 25:07
  Speaker 2: And I always said I was grateful that I came into the title space after the passing of Respa and everything like that, because then, I knew people were working with me because they found value in me, not because I was paying my way into their space or being their little dry, clean pickup.
• 25:25
  Speaker 1: I think it was a tough hurdle to overcome too for a lot of people who'd been doing business that way and had gotten really good at doing business that way.
• 25:30
  Speaker 1: I mean it's like having the rug pulled out from underneath you to an extent as well.
• 25:34
  Speaker 2: Well, I mean, are you really doing business if you're just buying all of your clients?
• 25:37
  Speaker 4: And you know what, every time there's a challenge or a crash or something, I mean sorry, you got to learn how to pivot.
• 25:42
  Speaker 4: For sure, 100%.
• 25:43
  Speaker 2: Those are the people that we what is my old sales coach?
• 25:46
  Speaker 2: Say there's horsepower and then there's dead weight.
• 25:49
  Speaker 2: And the dead weight is always the first to go.
• 25:52
  Speaker 2: When there is a shift, the horsepower is the one that stays.
• 25:55
  Speaker 4: If you find value in my calendars and notepads, then I'll give you the address to Staples and Office Depot.
• 26:00
  Speaker 4: Here you go.
• 26:02
  Speaker 1: I'll tell your lender to give you a $20 gift card for the year.
• 26:05
  Speaker 1: Here you go.
• 26:05
  Speaker 1: Desktop calendars yeah, with your branding all over.
• 26:08
  Speaker 4: Yeah, you want, you want a desktop.
• 26:10
  Speaker 4: It doesn't like AI and chat, gpt and Apple.
• 26:13
  Speaker 4: I mean you can put whatever you want in there.
• 26:14
  Speaker 4: You just tell it yeah.
• 26:16
  Speaker 2: Thank God for chat GPT.
• 26:17
  Speaker 2: I use that thing.
• 26:18
  Speaker 2: It's an incredible and it's a scary thing, but incredible in ways that I use it, yep.
• 26:27
  Speaker 1: I find myself now like, as I scour, like the whatever email campaign or social media stuff, I'm like all right, is this legit or is this AI created?
• 26:37
  Speaker 1: 90% of it's probably yeah, it's got a rocket ship emoji.
• 26:40
  Speaker 2: Oh.
• 26:41
  Speaker 1: I'm like damn it.
• 26:42
  Speaker 2: I refuse to have AI.
• 26:43
  Speaker 2: Ai helps me take out the process that I would typically waste a lot of time thinking to create something, but I will never use it in the place of me communicating with somebody.
• 26:54
  Speaker 2: No, you will never reach out to me and have.
• 26:56
  Speaker 4: It can fast track a lot of things for you, but yeah.
• 26:58
  Speaker 2: Yeah, exactly, I will never allow that to take the place of me being face-to-face with my clients.
• 27:05
  Speaker 1: So the place of me being face-to-face with my clients.
• 27:06
  Speaker 1: So the levels of AI, make sure you're not just surface level.
• 27:08
  Speaker 1: And that's something too, and it's a powerful tool that thing can dig down for you If you know how to use it.
• 27:13
  Speaker 2: Well, that's with any tool, If you're using it right, Like what's the best database, the one?
• 27:19
  Speaker 4: you use what's the best way to call people.
• 27:23
  Speaker 1: With your phone.
• 27:23
  Speaker 1: There was a social media post.
• 27:25
  Speaker 1: I forget who did it.
• 27:26
  Speaker 1: It was so good.
• 27:26
  Speaker 1: She was a residential realtor and she said I asked ChatGPT, or I asked AI, to describe the various moms of Placer County.
• 27:37
  Speaker 4: And it was so good oh boy.
• 27:39
  Speaker 2: It was so good, I need to do that for Fair Oaks.
• 27:42
  Speaker 2: It's going to be a combination of like-.
• 27:45
  Speaker 1: Or just of Sacramento County.
• 27:47
  Speaker 1: Sacramento County yeah.
• 27:47
  Speaker 2: Well, that's a very wide spread.
• 27:49
  Speaker 2: We got to get a little bit more, can we have?
• 27:50
  Speaker 4: it like, create its own, like, hey, you're a Placer County mom and like you're a Sacramento mom, can we have a debate to each other.
• 28:01
  Speaker 1: Yeah, like the mindset, yeah.
• 28:03
  Speaker 4: I think it's fantastic, the AI mom battle, battle of the moms.
• 28:14
  Speaker 1: Are there any trends?
• 28:16
  Speaker 4: in your space right now that are coming out that you're into, that you like.
• 28:17
  Speaker 4: I mean honestly, you've opened up Pandora's box with the balcony thing.
• 28:19
  Speaker 4: I thought was fascinating, to be honest, and it's mind-blowing.
• 28:22
  Speaker 4: I mean, if those of you don't know, I'm sure you might have talked about it on here.
• 28:25
  Speaker 1: We don't talk a whole lot about it.
• 28:27
  Speaker 1: This is not a very self-servant podcast.
• 28:29
  Speaker 1: Well, I'm going to say it because Dan brought it up.
• 28:30
  Speaker 2: We booked ourselves once we hired our guests.
• 28:33
  Speaker 4: I thought it was a huge value-add and also knowledge.
• 28:35
  Speaker 4: Knowledge is power, right?
• 28:36
  Speaker 4: So if you guys don't know, balcony law that is put into place for apartment complexes and HOAs are being forced at hand to remove and replace structurally damaged balconies above six feet and talk about a price gouge for the ownership and forced at hand for the cost seg For all the apartment units.
• 28:57
  Speaker 4: I mean people think that these guys are just balling, but they've been already crushed by rent control.
• 29:01
  Speaker 4: And so when Dan told me about this, I don't know, eight months ago, give or take, I was like okay, dove in and I, and then I started calling all my contacts and like most of them didn't know I mean, even the people that you think should know, Um, but it just it was also start, start up a conversation and letting them know, and then they were super appreciative of it.
• 29:21
  Speaker 4: And then dan and I and also, uh, jan ray is with 1031 we kind of collaborated together.
• 29:26
  Speaker 4: Now we're going to be doing this um it's a summit yeah, it's a summit getting all these people together, because trying to figure out ways to educate people and find ways to save them money on a potential hey, if this is going to happen to your property, we have the best, best people that we know within our network to bring this.
• 29:43
  Speaker 1: It's also like the financial component is really really challenging and frustrating for ownership.
• 29:49
  Speaker 1: But I think that in that space the liability management is equally important and fortunately, if they haven't maintained their properties, like the amount of risk and exposure that are literally hanging out there is massive, because I mean, if you look around, there's not a whole lot of new construction development of these spaces, so most of them are 20, 30, and 50 years plus old.
• 30:16
  Speaker 1: Some of these properties that we look at it's like holy cow, like I wouldn't stand on that balcony, I wouldn't walk on that walkway, I wouldn't let my family and you're watching families- carry their groceries in.
• 30:26
  Speaker 4: See someone out there on a treadmill Across these spans.
• 30:29
  Speaker 2: Waiting for the moment, so it is.
• 30:31
  Speaker 1: It is really scary and I think that, like you said, developing that conversation because, yeah, the owners are initially pissed it's going to cost them anywhere from $10,000 to a million dollars, depending on the size of the project and people wonder why HOAs are struggling right now.
• 30:45
  Speaker 2: This is going to be.
• 30:46
  Speaker 2: Everyone is.
• 30:46
  Speaker 2: California is.
• 30:47
  Speaker 1: The law is actually already in place in the HOA space and I sell a little bit to that space as well.
• 30:54
  Speaker 1: It is so, so challenging because it's so complex, because everything is a board of directors decision.
• 31:06
  Speaker 2: And in that HOA Bureaucratic BS all the time.
• 31:09
  Speaker 1: Just think about this, and I don't want to go too deep into it, but just think about, first of all, how difficult it is to get enough board members to show up for a board meeting, for an HOA, and then you've got to get enough of them to agree on staying on task long enough without getting sidetracked or distracted by some other shiny object.
• 31:26
  Speaker 2: We should just incorporate a board.
• 31:30
  Speaker 1: To actually get a vote to do something about it which is going to limit, which is ultimately like in their best interest, right, but it's hard because then you get it's a condo, right, so you own the bottom level.
• 31:42
  Speaker 1: You don't even have a balcony.
• 31:43
  Speaker 1: Yeah, you don't own this left wall and they're like why should I have to pay for that?
• 31:46
  Speaker 1: And I'm like well, because you don't want your neighbor above you's balcony to fall on top of you, so you probably would have a little bit of interest in that.
• 31:52
  Speaker 2: Yeah, maybe a best interest.
• 32:00
  Speaker 1: But it's just painting that picture and getting them to understand it.
• 32:03
  Speaker 1: But in that deck and balcony space you're asking them to make a decision that's going to cost them money.
• 32:08
  Speaker 2: And this is where AI would help.
• 32:09
  Speaker 2: It would take out all the emotion, all the distraction, all the bullshit.
• 32:11
  Speaker 2: It would say, all right.
• 32:12
  Speaker 4: Yeah, but you still got that owner in there.
• 32:14
  Speaker 2: Here's the logistics.
• 32:15
  Speaker 4: This is a clear, obvious answer.
• 32:18
  Speaker 2: But I think this is a brilliant example of creating value.
• 32:21
  Speaker 2: You get ahead of a problem that most people don't know about that they're usually blindsided by you have already put together a solution with a team that can provide that solution.
• 32:32
  Speaker 1: And people think we're brothers, so they inherently trust me.
• 32:34
  Speaker 2: And there you go, you look a lot I see that and that's why I saw it.
• 32:38
  Speaker 4: I mean, I called after I got the cliff notes and and then he sent me some information on it.
• 32:41
  Speaker 4: I was like holy shit.
• 32:43
  Speaker 2: You can say that here you can say that here we're going to toggle the explicit content.
• 32:48
  Speaker 4: No, because, holy shit, this is huge and especially because it's like add value, right, so call the brokers that are dealing with these ownerships.
• 32:56
  Speaker 4: They're calling them all the time like, hey, can I get a property valuation?
• 33:00
  Speaker 4: I was like, yeah, have you heard about this?
• 33:02
  Speaker 4: Because your clients need to know about this.
• 33:04
  Speaker 4: And they're like send me everything you got.
• 33:06
  Speaker 4: And now it's like you know a couple of them have construction backgrounds so they can go walk the property.
• 33:11
  Speaker 4: Just kind of give you like, hey, this is, you're going to have to deal with this.
• 33:13
  Speaker 4: Because, looking at it, with the numbers that he was saying, just for Sacramento reference, if you were to do half the balconies, the cost of that is close to two years of rent.
• 33:21
  Speaker 4: If you were just, yeah, so that's a hit you're going to have to get ready, prepared for.
• 33:31
  Speaker 4: And that's on top of all of the other maintenance and things that pop up every single day.
• 33:33
  Speaker 4: And this isn't just like a you're putting something up nice to make it.
• 33:34
  Speaker 4: You know the property look better to maybe sell better.
• 33:36
  Speaker 3: You're not lipstick on a pig, no exactly.
• 33:38
  Speaker 4: No, you're forced at hand.
• 33:39
  Speaker 4: Well, because again you're digging into massive assets and value.
• 33:41
  Speaker 1: Digging into massive assets and value.
• 33:45
  Speaker 1: Yeah, so it's like you know, again, we're in California, which is the most litigious state in probably the world, you know.
• 33:53
  Speaker 1: So you've got an apartment and if, let's say, a tenant finds out that, oh, this guy also owns 20 more of these things, and the value of that.
• 34:02
  Speaker 2: And then a lawyer gets his hands on it.
• 34:03
  Speaker 2: And it's not like these owners usually are swimming in liquid capital, right?
• 34:05
  Speaker 2: No exactly.
• 34:05
  Speaker 4: Their assets are invested.
• 34:06
  Speaker 2: For sure.
• 34:08
  Speaker 4: And a lot of these guys I mean, say he owns 500 doors right and it's like seven different apartment complexes.
• 34:14
  Speaker 4: They didn't know that 20 years ago he started off with a fourplex Right and he grew and he risked.
• 34:20
  Speaker 4: He took the risk.
• 34:21
  Speaker 4: They're not rich, right, I mean they might be a little well off, but they took the risk to do that too.
• 34:24
  Speaker 2: Right and this is the path that we say is available to every American to create the American dream.
• 34:32
  Speaker 4: But California has come in and made it quite impossible.
• 34:33
  Speaker 4: They're giving the American dream to the people that are not applying as much of the taxes and risk.
• 34:37
  Speaker 4: So it's tough.
• 34:39
  Speaker 4: I mean not to get PC and hurt everybody's feelings on whatever side they're on, but like the guys that are forking over the dough and the ones that are having to take this huge cut on top of their profits, and I mean who knows what they're going to be doing with the property I mean.
• 34:52
  Speaker 4: So there's another thing too is like okay, do I cut the check with this property and deal with all this you know rent control and the balcony laws or then do I split and go to another property or get the hell out of California, out of?
• 35:02
  Speaker 1: California because it's going to be right.
• 35:03
  Speaker 4: And who's going to be I go to another segment.
• 35:05
  Speaker 1: Do I shift over to?
• 35:06
  Speaker 4: do I go to office, do I go to industrial?
• 35:08
  Speaker 4: So that's why I call them too.
• 35:09
  Speaker 4: It's like that's that's an option.
• 35:13
  Speaker 1: But all those, but all those things I mean in the grand scheme of things.
• 35:16
  Speaker 4: They all create this movement right.
• 35:17
  Speaker 1: Which is what, which is what we all need, obviously, for our businesses to continue to flourish.
• 35:22
  Speaker 1: Um that so movements.
• 35:23
  Speaker 1: Movement is a good thing as well.
• 35:25
  Speaker 2: Yeah, this is an interesting conversation.
• 35:27
  Speaker 2: Yeah, I didn't expect this.
• 35:29
  Speaker 2: Pleasantly surprised, all right.
• 35:31
  Speaker 2: Well, glad I could do something pleasantly surprising for you.
• 35:34
  Speaker 4: But that was one thing for sure.
• 35:35
  Speaker 4: It's like you know those kinds of things too.
• 35:37
  Speaker 4: I, I, I see and I hear, and I figure out people if I need to call and ask them if they know about this or heard about this, because I think it's, it's, it's very important, and if they do, then awesome, and I, I picked their brain too, and if they've heard anything more than what I know.
• 35:53
  Speaker 2: And then it also gives you credibility too, like you aren't just the average rep who's out there chasing sales.
• 35:57
  Speaker 2: You are actually involved in the industry.
• 35:59
  Speaker 2: You understand certain nuances that go into it.
• 36:02
  Speaker 2: You're looking out for your clients.
• 36:04
  Speaker 4: I think, I think like an action, I think like a developer, a broker and a lender?
• 36:08
  Speaker 2: I do, that's just.
• 36:09
  Speaker 2: That's why you're successful.
• 36:11
  Speaker 4: Some days.
• 36:11
  Speaker 4: No, yeah, no, it is, and it's fun.
• 36:15
  Speaker 4: It's like cause I, cause I understand and have a knowledge of what their expectations are.
• 36:19
  Speaker 4: So I kind of trying to help out the best way I can.
• 36:23
  Speaker 2: Well, it sounds like you're doing a pretty great job Decent at best.
• 36:26
  Speaker 4: Decent.
• 36:26
  Speaker 3: I mean sorry.
• 36:27
  Speaker 2: Still employed.
• 36:29
  Speaker 4: No, it is.
• 36:30
  Speaker 4: It's fun and a lot of great friendships and I built over the years being in this industry.
• 36:35
  Speaker 4: Yeah.
• 36:35
  Speaker 2: That's amazing, Dan where are we headed?
• 36:40
  Speaker 1: We are going to dig into you, being from around here, and I'm going and talk about your, your, your, sacramento See.
• 36:49
  Speaker 2: Yeah.
• 36:50
  Speaker 1: So where did you grow up?
• 36:51
  Speaker 1: Um, what's your address?
• 36:52
  Speaker 1: Mother's maiden name.
• 36:55
  Speaker 2: Last four of your social right now Dog name Tuffy.
• 36:57
  Speaker 2: Name of your elementary school.
• 36:59
  Speaker 1: Talk to us.
• 37:00
  Speaker 1: Talk to us about your hood, about your and and you know where, uh what, some of your spots are around town these days.
• 37:06
  Speaker 4: I'll see.
• 37:06
  Speaker 4: Born in Fresno, two years old, saw the rearview mirror.
• 37:09
  Speaker 4: My dad got a promotion to work for a developer so I moved out to Sacramento, raised in Fair Oaks, california.
• 37:16
  Speaker 1: Haley's a Fair Oaker.
• 37:18
  Speaker 1: Yep, I am Fair Oaker Fair.
• 37:21
  Speaker 4: Oak.
• 37:21
  Speaker 4: Nothing like going to old town Fair Oaks and running around with the chickens and a nice frosty beer over at.
• 37:26
  Speaker 1: Stockman's there you go.
• 37:29
  Speaker 4: Yeah, I know.
• 37:29
  Speaker 4: So I was raised in that area for a long time and then Dad moved to.
• 37:33
  Speaker 4: They split up and then Gold River was my roots, where I grew up harassing the security guards up and down the bike trails Across the river yep.
• 37:39
  Speaker 4: And then moved to Orangevale.
• 37:41
  Speaker 4: So yeah, I mean I've still always been kind of local to the area.
• 37:45
  Speaker 4: There's a ton of good spots out here.
• 37:47
  Speaker 4: We've got lakes, rivers, tahoe ocean.
• 37:50
  Speaker 1: It's kind of a nice little area.
• 37:51
  Speaker 1: No one ever talks about the rec stuff.
• 37:52
  Speaker 1: Everyone talks about the bars and the restaurants.
• 37:53
  Speaker 1: No, there's so many things we have.
• 37:58
  Speaker 4: I can go up in the morning, go snowboarding up in the mountains and then that night go down and hit the night surf.
• 38:04
  Speaker 4: I've never surfed but I know I can do it.
• 38:05
  Speaker 4: My buddies have.
• 38:06
  Speaker 4: I mean and it's that's so unique.
• 38:09
  Speaker 1: I mean you can go get on a lake and wake surf.
• 38:11
  Speaker 1: That's true, or now they have electric surfboards.
• 38:14
  Speaker 4: You can do what I saw yesterday at the lake.
• 38:16
  Speaker 2: Yeah, I want one.
• 38:26
  Speaker 4: Yeah, I mean there's pretty blessed as far as this area goes.
• 38:28
  Speaker 4: So it's kind of hard to think about and plus the relationships I have, but the growth of Sacramento, I think, and what it's going to be becoming, what it is becoming is kind of what piques my interest, mainly because we have so much land surrounding us.
• 38:42
  Speaker 4: The Bay Area is tough to live in and it's overpriced and I mean, if you look what the potential with I mean the Kings coming in and how they did the Golden Wanda.
• 38:52
  Speaker 4: Center Sac State now becoming yeah, I mean geez the new soccer republic.
• 38:57
  Speaker 4: Yeah, the rail yards.
• 39:01
  Speaker 1: I get so excited driving past the rail yards because for years you just drive by there and you're like man that old area could be so freaking cool and it's going to be epic.
• 39:09
  Speaker 1: And it's going to be sick I'm really excited Soccer is a really fun sport to go to, yeah for sure.
• 39:14
  Speaker 4: I mean, and then it's just going to open up floodgates more of like, you know, the A's coming in and other city I mean Sacramento's turning out more fans for the A's games than Oakland was.
• 39:29
  Speaker 1: Yeah, I mean, I don't know, I don't think it's going to be the A's.
• 39:33
  Speaker 1: I think, hopefully, maybe the A's or Sacramento positions itself for an expansion team.
• 39:38
  Speaker 4: Well, they're talking about adding two more teams to the league.
• 39:40
  Speaker 4: That's what I heard.
• 39:42
  Speaker 1: Yeah, I think it's still kind of a challenge.
• 39:46
  Speaker 4: Oh, it is.
• 39:50
  Speaker 1: Having lived in the Midwest for six years and seeing the way that like and actually the market's probably comparable to Kansas City as far as size goes and the Royals turn out about 15,000 to 20,000 fans per game.
• 39:59
  Speaker 1: I think the A's are doing about 10,000 to 12,000 right now, but I think there's Also helps if you have a winning season.
• 40:05
  Speaker 4: Well, I think there's.
• 40:05
  Speaker 1: I think there's.
• 40:06
  Speaker 1: I think there's a winning season.
• 40:06
  Speaker 1: Well, I think there's also a little bit of reluctance.
• 40:08
  Speaker 1: I mean I'm reluctant just because I know that they're not here for long.
• 40:11
  Speaker 1: Like I grew up with the giants, I'm a giants fan, so I'm holding onto that.
• 40:14
  Speaker 1: But if like, but if we were to get like our own team?
• 40:24
  Speaker 4: The way that they fought for the Kings.
• 40:26
  Speaker 4: I mean, you know, kevin Johnson the way that he put his heart and soul in to keep the Kings here.
• 40:29
  Speaker 4: I mean I give him mad kudos.
• 40:31
  Speaker 1: I mean the NBA fans respect the hell out of the Kings fan base.
• 40:34
  Speaker 2: Oh yeah, they're loyal, absolutely Die hard, it's a great fan base.
• 40:38
  Speaker 1: I get into it with people on social media just because I like to, of course, but the Sacramento fans like, at the end of the day, the Kings fans are fantastic.
• 40:47
  Speaker 1: I think the fans that go out and support the A's have really been good, because that's a tough product to watch.
• 40:53
  Speaker 1: I'm sorry, a's, but you're doing the same thing you did in Oakland.
• 40:58
  Speaker 1: That's always my question.
• 40:59
  Speaker 4: Bring back the Bash brothers.
• 41:00
  Speaker 1: My question to A's fans is always like how or why would you support this team Like?
• 41:05
  Speaker 1: This ownership group reinvests nothing.
• 41:07
  Speaker 1: They just take all the profit.
• 41:09
  Speaker 1: They take all the profit share from the rest of the league and they reinvest nothing.
• 41:12
  Speaker 1: It's like you're the Yankees farm system.
• 41:14
  Speaker 1: They develop a good player and the Yankees sign him for exponentially millions more than you're going to pay and build a better back.
• 41:21
  Speaker 1: Yeah.
• 41:22
  Speaker 3: So, anyways.
• 41:25
  Speaker 2: I am noticeably quiet in this arena, I know.
• 41:27
  Speaker 1: You're doing great, though I'm hanging in there, I'm just nodding and smiling.
• 41:35
  Speaker 4: She just gave me the yay sports move.
• 41:37
  Speaker 4: The fuck on the point of the day is.
• 41:38
  Speaker 2: I anticipated this part of the conversation, though I drove here thinking to myself they're going to get into a diatribe about sports.
• 41:45
  Speaker 4: Did you see the stats on what?
• 41:46
  Speaker 2: happened.
• 41:46
  Speaker 2: I'm going to be over here like I have no clue what the hell they're talking about.
• 41:51
  Speaker 4: Well, moral of the story is the growth and potential for Sacramento is going to be and is fascinating.
• 41:57
  Speaker 4: It's exciting.
• 41:58
  Speaker 2: I would agree, and I think anybody who grew up here, even people who transplanted here and have been here long enough to love the city are excited about the direction it's going.
• 42:08
  Speaker 1: The changes that Sacramento has incurred, even in the I think 13 years or so that I've been back, is incredible.
• 42:15
  Speaker 1: I mean, it used to be kind of a map dot on the way.
• 42:20
  Speaker 2: Well, there's a reason we have it in Cowtown here.
• 42:22
  Speaker 2: Cowbells are a reason On the way to Reno, which you know, don't get me started on Reno.
• 42:27
  Speaker 1: But I think that you know, I think Sacramento is miles ahead of Reno as far as desirability.
• 42:33
  Speaker 2: I mean you know they don't pay any taxes?
• 42:34
  Speaker 2: They don't but the other things are offsetting that Trade-offs right, I mean.
• 42:39
  Speaker 1: I love that Sacramento's embraced the farm-to-fork movement and things like that.
• 42:43
  Speaker 1: They've proven that they're willing to invest in in the city and the growth of it, whether that be through eateries or sports franchises.
• 42:51
  Speaker 1: The city seems to be just kind of clamoring for that.
• 42:54
  Speaker 2: There's a ton of ambition for it and emotion, so I love it, I mean well, we also have a whole new demographic of people that are moving to the city, that want stuff like that.
• 43:03
  Speaker 1: Yeah, and they're bringing diversity.
• 43:04
  Speaker 1: Yeah, you know, like that's what's really cool too.
• 43:07
  Speaker 1: Just keep some of that back to the beginning.
• 43:10
  Speaker 1: I mean, I don't mean, if you moved here, well, I don't know.
• 43:14
  Speaker 2: Yeah, maybe don't go there.
• 43:15
  Speaker 2: You won't go there.
• 43:16
  Speaker 4: I'll go there.
• 43:18
  Speaker 3: No, it's like Sac County Sac.
• 43:19
  Speaker 4: County.
• 43:19
  Speaker 1: Sac County, don't change change to bring your.
• 43:22
  Speaker 2: Hey a city will always be a city okay.
• 43:24
  Speaker 4: Yeah, just keep your.
• 43:25
  Speaker 2: You moved from a place to a place.
• 43:27
  Speaker 4: Let's keep it, that reason why you moved, okay.
• 43:28
  Speaker 2: Yeah, yeah, don't try to bring a place you moved from to the place you moved to.
• 43:31
  Speaker 2: That's true.
• 43:32
  Speaker 4: If you rent out a room, it doesn't mean you change the whole house.
• 43:34
  Speaker 4: Let's keep it that room.
• 43:43
  Speaker 1: I will say, guys, I'm down for that, I'm down for the Bay.
• 43:45
  Speaker 2: Area restauranteurs.
• 43:48
  Speaker 2: Yeah, they got all the space for you guys.
• 43:50
  Speaker 2: No For sure.
• 43:52
  Speaker 2: Okay, so we kind of touched on favorite things about where you're from let's go back to sports.
• 43:56
  Speaker 2: I'll just walk out, I'll give you guys to it.
• 44:00
  Speaker 2: It's been great, this has been a great episode.
• 44:02
  Speaker 2: Unusual talents.
• 44:05
  Speaker 1: Oh, you've got some.
• 44:07
  Speaker 4: Yeah, I've got a few.
• 44:08
  Speaker 4: I mean comedy I love so much You're very good.
• 44:13
  Speaker 2: Have you ever done stand-up?
• 44:14
  Speaker 4: I would love to, but I think I'd probably get fired immediately for my good current job.
• 44:18
  Speaker 2: I would love to.
• 44:18
  Speaker 4: I'm really witty, I always think about it.
• 44:20
  Speaker 2: You're very quick, it's entertaining.
• 44:22
  Speaker 4: Yeah, got into writing music recently, so I've been doing a lot of that.
• 44:27
  Speaker 4: I've got a couple of different songs that I've actually potentially getting recorded.
• 44:29
  Speaker 2: Are you like singing?
• 44:30
  Speaker 4: it.
• 44:30
  Speaker 4: Oh no, Nobody would listen to that.
• 44:32
  Speaker 2: I might, just out of morbid curiosity.
• 44:35
  Speaker 1: maybe I'm going to have to start writing some Barry White kind of stuff.
• 44:38
  Speaker 1: Lay your head down low, hey baby.
• 44:40
  Speaker 1: No.
• 44:47
  Speaker 4: Turn the lights down a little baby.
• 44:48
  Speaker 4: I already complimented you on your late night DJ voice.
• 44:49
  Speaker 4: I think you're onto something here.
• 44:50
  Speaker 4: Yeah, that's been one thing I've been doing a lot of.
• 44:52
  Speaker 4: I am a serial entrepreneur.
• 44:52
  Speaker 4: I'm like Shark Tank all the time, so I got like a list of stuff I don't know.
• 44:55
  Speaker 4: My mind's always turning.
• 44:56
  Speaker 2: Well, your wife is of the same capacity.
• 44:58
  Speaker 2: Yes, you both are.
• 45:00
  Speaker 2: High energy, and I'd love to talk a little bit about this, because you and your wife are a perfect example of people who are always doing something.
• 45:08
  Speaker 4: Yes, it's exhausting sometimes.
• 45:10
  Speaker 2: And and you're successfully raising three kids and you both have, you know, successful careers.
• 45:16
  Speaker 2: Plus, plus, plus, plus plus like she just got recognized in the 40 under 40, like congratulations so we were.
• 45:23
  Speaker 4: We were in Florida the same year for uh, year for, for, for, for awards.
• 45:27
  Speaker 4: That's pretty cool.
• 45:28
  Speaker 2: Yeah, tell me, tell me a little bit, what that looks like for you guys.
• 45:32
  Speaker 4: It's exhausting, but at the same time it's it's.
• 45:35
  Speaker 4: You know, having a good support system behind you is probably one of the biggest things of your success.
• 45:39
  Speaker 4: I mean, I mean, you got to have you know spouses like you're.
• 45:43
  Speaker 4: You're the best business partner you could ask for, right.
• 45:45
  Speaker 4: So, as someone who has you know your back and um you know, you tell them ideas and um they give you your input, you know, and they're not uh, fluffing the uh oh well, you know, I think you could do that.
• 45:58
  Speaker 4: No, like uh, don't do that.
• 46:00
  Speaker 4: That's dumb.
• 46:01
  Speaker 1: Like you know it, that you um on having a realistic conversation without without, without getting feelings hurt or bothered.
• 46:11
  Speaker 2: I'm always like no, my idea is great.
• 46:13
  Speaker 1: I don't need to change anything.
• 46:20
  Speaker 4: She actually told me no, it is, it's busy, but um, it's fun and it's you know.
• 46:22
  Speaker 4: She's the same way.
• 46:23
  Speaker 4: It's like, um, the more you know, the more you grow.
• 46:24
  Speaker 4: It's kind of like I'm the person of the more hands you shake, the more money you make.
• 46:28
  Speaker 4: It's the meeting more people and growing because I mean, honestly, people that are soaking it up the most of what you are doing and how you're growing are your offspring's little three, you know.
• 46:38
  Speaker 4: So those are the ones that you're trying to show You're raising a bunch of drivers.
• 46:42
  Speaker 2: Yeah, that's right.
• 46:43
  Speaker 1: I don't want them driving, I'm knocking on the door instead of having a driver.
• 46:48
  Speaker 4: I got a Jeep.
• 46:49
  Speaker 4: You want to buy one.
• 46:53
  Speaker 1: We might have to talk.
• 46:54
  Speaker 1: I'll give you a good deal, so okay.
• 46:58
  Speaker 1: So tell us a little about the kids.
• 47:00
  Speaker 1: What are they Ages?
• 47:03
  Speaker 4: What are they into?
• 47:03
  Speaker 4: So we got the baby Scarlett Sissy.
• 47:06
  Speaker 4: She is four years old.
• 47:09
  Speaker 4: Four years old, She'll be five next month.
• 47:11
  Speaker 1: Wow.
• 47:12
  Speaker 4: Sawyer, he just turned six in.
• 47:14
  Speaker 1: June 40, under 40, not father of the year.
• 47:15
  Speaker 4: Yeah right, I'm an athlete, not a mathlete.
• 47:20
  Speaker 1: I'm not going to put you on the spot and ask you their birthdays.
• 47:23
  Speaker 4: Actually I think.
• 47:23
  Speaker 4: I might nail that Sawyer, he just turned six in June, and then Dawson, he will be eight in October.
• 47:31
  Speaker 2: That's fun.
• 47:31
  Speaker 2: That's a fun spread.
• 47:33
  Speaker 4: Yeah, so this morning we just dropped him off there.
• 47:35
  Speaker 4: We did golf camp.
• 47:36
  Speaker 4: Yeah, last week was flag football.
• 47:40
  Speaker 2: That's a change of pace, I know.
• 47:45
  Speaker 1: Are the boys able to do stuff together, like they're pretty good at entertaining each other, or is it like I remember, like when my kids growing up, it was like for a long time like six months might as well have been six years, as far as like the age gap Difference in groups, yeah, like.
• 47:56
  Speaker 1: But then there was the point where once my younger could do certain things.
• 48:02
  Speaker 1: Like my kids have never really loved playing with each other, but like as a last resort, I think when my son got to like six and she was like eight and a half, they could do stuff together.
• 48:12
  Speaker 1: It's funny when one of them leaves the room.
• 48:14
  Speaker 4: When one of them leaves the room, there's only two.
• 48:16
  Speaker 4: They become BFs.
• 48:17
  Speaker 1: But you get three in there, it's like all right, they're just ganging up on you WWE.
• 48:23
  Speaker 4: Oh, he hit me.
• 48:24
  Speaker 4: He hit me Like one leaves.
• 48:26
  Speaker 2: You're my best friend, choose the magic number.
• 48:28
  Speaker 2: Oh my gosh, and you guys are a big Disney family.
• 48:31
  Speaker 1: Yeah, I'm sorry what we Sorry.
• 48:34
  Speaker 1: Jenna is a big.
• 48:35
  Speaker 1: Yeah, oh boy.
• 48:40
  Speaker 4: Oh boy, oh man, be careful there, that's a trademarked voice.
• 48:44
  Speaker 1: He might sue us for that.
• 48:48
  Speaker 4: Getting us in trouble.
• 48:48
  Speaker 4: That's a trademarked voice.
• 48:49
  Speaker 4: He might sue us for that.
• 48:49
  Speaker 4: I'll bring it on.
• 48:50
  Speaker 4: So I liked Disney.
• 48:51
  Speaker 4: But, yes, my wife is a huge Disney fan and I'm pretty sure she likes more than the kids do.
• 48:56
  Speaker 4: So we go there.
• 48:58
  Speaker 2: Any good adult would.
• 48:59
  Speaker 2: Okay, You're a virgin on the territory of my family here as well, and all of us adults I mean the kids love it too, but my parents go between Disneyland and Disney World no joke ten times a year.
• 49:11
  Speaker 4: There's certain adult Disney years that I'm okay with, but certain ones that I see at the park that are there all the time that I'm not okay with.
• 49:16
  Speaker 2: I totally understand what you're saying.
• 49:19
  Speaker 2: We're not those people I know.
• 49:20
  Speaker 2: We're the ones that you can go with.
• 49:22
  Speaker 2: There's a percentage of those ones Good for you, but when I see like someone with, like corn road, purple hair up into Mickey ears and they're walking around with.
• 49:37
  Speaker 4: you know, but that's fine, you do what you do.
• 49:38
  Speaker 4: You want to walk into our house and know we're Disney people.
• 49:40
  Speaker 2: Oh, you couldn't miss it.
• 49:41
  Speaker 2: It hits you right on the ass like a doorknob on your way out.
• 49:43
  Speaker 2: If you open my cupboards, you would know, because I collect their mugs, that's it, though I don't even have.
• 49:46
  Speaker 4: I have like one coffee cup and one like milk cup and one.
• 49:49
  Speaker 2: That's because you're a dude, one of everything is enough.
• 49:52
  Speaker 4: I know.
• 49:52
  Speaker 4: No, that's because that's all the room I have for it, because everything else is freaking Yetis, and Disney cups of like.
• 49:57
  Speaker 4: Starbucks.
• 49:58
  Speaker 4: Yeah, I have no, yeah, no, that's all the room I have.
• 50:01
  Speaker 4: You're allotted two inches of cupboards I bought an armoire so I can make my own coffee protein workout station to put on the other side of the wall so I can have my own stuff.
• 50:11
  Speaker 1: I made the mistake.
• 50:12
  Speaker 1: Marina brought up she wants to go to a Disney trip either later this year or early next year.
• 50:18
  Speaker 1: Don't do it.
• 50:18
  Speaker 1: And I'm like Explain.
• 50:20
  Speaker 3: That's where it starts.
• 50:21
  Speaker 1: I was on the verge of a God damn it why.
• 50:27
  Speaker 2: I really don't want to go.
• 50:28
  Speaker 2: It's fun when you do it right, though I will say I know.
• 50:33
  Speaker 4: It is fun, and I mean you guys don't go often.
• 50:37
  Speaker 1: I don't go often Okay.
• 50:38
  Speaker 4: If you're going to do it, suck up the money.
• 50:40
  Speaker 4: You've got to stay at California or at.
• 50:42
  Speaker 4: Disney, because you're right there and it's so if you're going to do it.
• 50:46
  Speaker 1: I don't think we've been.
• 50:47
  Speaker 1: We probably haven't been in like seven years.
• 50:49
  Speaker 4: Okay, go.
• 50:50
  Speaker 1: We took the kids when they turned five, and so Lucas will be 13.
• 50:54
  Speaker 4: Yeah, it'll be a lot more fun now because you don't have to go in the teacups that many times and they have beer in California Adventure, so Star.
• 51:00
  Speaker 1: Wars is pretty awesome.
• 51:01
  Speaker 2: Star Wars is pretty great.
• 51:03
  Speaker 2: I'm not going to lie.
• 51:06
  Speaker 4: I do love the creativity and the details that they do there.
• 51:10
  Speaker 1: When you go to Disneyland and walk around and just look at the scrutiny on detail.
• 51:15
  Speaker 2: They don't miss a detail.
• 51:17
  Speaker 4: I would love to be one of the construction creative cartoons, to be able to create that construction.
• 51:24
  Speaker 1: My understanding is the trash system below the park.
• 51:26
  Speaker 1: Is this whole other?
• 51:28
  Speaker 1: Engineering marvel, it's just wild.
• 51:32
  Speaker 4: The Florida one is even more beyond belief as far as the tunnel system.
• 51:38
  Speaker 2: They have five parks in.
• 51:40
  Speaker 2: Disney World, you have Epcot Magic Kingdom, you have Hollywood Studios, you have the.
• 51:44
  Speaker 2: Animal Kingdom, and then you have the water park.
• 51:47
  Speaker 1: This is like me talking sports to you.
• 51:50
  Speaker 4: Just be thankful for Disneyland I got these headphones on.
• 51:52
  Speaker 1: I can't plug my ears, so it doesn't go in one and out the other.
• 51:56
  Speaker 3: It's not.
• 51:56
  Speaker 3: We can relate.
• 51:58
  Speaker 2: Yeah, no, it's actually really impressive.
• 51:59
  Speaker 2: I will say, though, it is cheaper for our family to go to Disney World for a week and do a five-day park hopper than it is to go to Disneyland for three days.
• 52:10
  Speaker 4: Cheaper to go to Hawaii.
• 52:11
  Speaker 2: Cheaper to go to Hawaii.
• 52:12
  Speaker 2: Yeah, honestly.
• 52:15
  Speaker 1: Well, that's why I lean a whole hit on Mexico.
• 52:16
  Speaker 1: See, I'm a Cabo guy, oh for sure, and they will always have.
• 52:19
  Speaker 1: Mexico, you can have Hawaii, you can have Disney, you can have all of it, I know I agree, I just want to be in Cabo 100%.
• 52:25
  Speaker 2: I'm a Puerto Vallarta girl.
• 52:27
  Speaker 4: I've been there.
• 52:27
  Speaker 4: I'm going to want to.
• 52:29
  Speaker 1: We did Cancun.
• 52:31
  Speaker 4: Too far, but man, that flight to Cabo is so easy.
• 52:35
  Speaker 3: It is.
• 52:35
  Speaker 3: Yeah.
• 52:36
  Speaker 2: It's like three hours, it's just boom, boom.
• 52:39
  Speaker 2: You're in Mexico, I know, and the cheapest best tacos.
• 52:43
  Speaker 1: Oh yeah, so good, I love that.
• 52:45
  Speaker 1: We could totally, totally try it.
• 52:47
  Speaker 4: Hey, you know what Road trip podcast to Cabo?
• 52:49
  Speaker 4: We should just do this, right.
• 52:51
  Speaker 2: Hey, I'll be there in March.
• 52:52
  Speaker 2: Yeah, 3rd through the 8th Nice Plan it now.
• 52:54
  Speaker 4: Set it up.
• 52:54
  Speaker 4: Oh, should we go under my birthday?
• 52:55
  Speaker 2: Yeah, it's all March.
• 53:06
  Speaker 2: Guy Nice, my daughter's March.
• 53:07
  Speaker 2: Well, you can leave her home.
• 53:08
  Speaker 2: This is an adult podcast.
• 53:08
  Speaker 1: We're taking a break, we're not trying to take kids to Mexico.
• 53:10
  Speaker 1: That ruins all the fun she's barely a kid, that's true.
• 53:11
  Speaker 2: She'd get along In Mexico.
• 53:12
  Speaker 2: She might be considered an adult.
• 53:13
  Speaker 2: Actually they would have.
• 53:15
  Speaker 1: You can see over the counter you can drink.
• 53:16
  Speaker 1: She's absolutely.
• 53:17
  Speaker 1: She's grown up fast.
• 53:20
  Speaker 1: Very low, yes.
• 53:21
  Speaker 1: So I think we already kind of touched on trends, so we're coming down the homestretch here, my man.
• 53:27
  Speaker 1: So last question that we have for all of our guests is if you could be anybody for a day, dead or alive, who would it be and what would you do?
• 53:36
  Speaker 4: Oh man, I think my kids would be wanted.
• 53:42
  Speaker 4: I kind of like just, or even just to be as a kid at that level of freedom and not even worry about it.
• 53:49
  Speaker 4: Like to be a kid in today's world To watch a movie at any time, of point of press of a button, compared to when I had to go find a VHS hoping it was reround so I didn't have to wait 30 minutes to rewind it or a song.
• 54:04
  Speaker 1: For one song I'm a few years older than you.
• 54:06
  Speaker 4: I used to be the remote, Like if the channel had to change like I was the one who had to get up and go turn it.
• 54:12
  Speaker 4: Or remember the old guy Like, oh wait, I missed it, I got to wait.
• 54:17
  Speaker 2: They'll never understand the concept of like hurry up it's back on why don't you just pause it Streaming.
• 54:24
  Speaker 1: Oh my God, my kids ask me.
• 54:26
  Speaker 1: They're like, can I rent this movie on whatever platform?
• 54:30
  Speaker 4: And I'm like Go to Blockbuster Lazy.
• 54:32
  Speaker 1: Seriously, why don't you go out and get it?
• 54:34
  Speaker 1: I'm like we have Netflix, we have Paramount Plus.
• 54:36
  Speaker 1: Oh, you have every streaming platform.
• 54:41
  Speaker 1: Why, why?
• 54:41
  Speaker 3: do I have to pay $4?
• 54:42
  Speaker 3: More than what I've already paid?
• 54:43
  Speaker 1: I know it's $4, but it's like my goodness why you have 10 million movies at your fingertips.
• 54:48
  Speaker 2: Kids these days will never understand the correlation of a pencil and a cassette tape.
• 54:52
  Speaker 3: Oh, no, no, no.
• 54:53
  Speaker 4: They'll never appreciate the hard work.
• 54:55
  Speaker 4: They won't know chords.
• 54:56
  Speaker 4: They won't know chords.
• 54:57
  Speaker 2: They'll never even know.
• 54:58
  Speaker 2: You say an album.
• 54:59
  Speaker 2: They're like what are you talking about?
• 55:02
  Speaker 2: I think the music industry is hanging on to albums.
• 55:07
  Speaker 2: Well, they're bringing it back.
• 55:08
  Speaker 2: I will say they're definitely making vinyl cool again.
• 55:09
  Speaker 4: Yeah, I'll tell you what Road trips?
• 55:11
  Speaker 4: How about I Spy the?
• 55:14
  Speaker 3: alphabet game.
• 55:14
  Speaker 4: The alphabet game, oh my iPad is check it out the window, live with it.
• 55:19
  Speaker 2: I saw a video the other day that this is a conversation I was just having yesterday and it this is a conversation I was just having yesterday and it was talking about how kids on road trips have all of these devices to keep them occupied, where, like with us, it was the alphabet game.
• 55:30
  Speaker 2: It was the and then, when it's like raining, you're like rooting for that one waterfall drop, yeah, and you're like seeing all the waterfall drops on the window and you're like rooting for the one that's gaining traction going down.
• 55:41
  Speaker 3: You're like come on, win the race, you got this.
• 55:44
  Speaker 2: And then now they're all just.
• 55:45
  Speaker 2: You could have five people in a car that are looking at a screen not saying anything not engaging, not knowing, sometimes as a parent, for that road trip is so nice.
• 55:52
  Speaker 2: Which I can understand.
• 55:54
  Speaker 4: But at the same time, I don't care if your iPad died.
• 55:57
  Speaker 4: Why don't you just look out the window?
• 55:59
  Speaker 2: You know how my dad solved that problem.
• 56:00
  Speaker 2: He would start his road trips at 11 o'clock at night.
• 56:03
  Speaker 2: We would sleep the whole time.
• 56:04
  Speaker 2: Five kids works like a charm.
• 56:07
  Speaker 1: I definitely try and like we'll do LA and San Diego and we'll drive that one.
• 56:12
  Speaker 1: So I'm trying to time out the traffic.
• 56:15
  Speaker 1: I need to be through the heavy traffic areas and non-heavy traffic times, which usually means, yeah, we're leaving around, you know, three or four in the morning.
• 56:23
  Speaker 2: We used to drive to Idaho four to five times a year Watching the sun come up on a road trip is enjoyable.
• 56:29
  Speaker 4: It's pretty cool.
• 56:29
  Speaker 4: It's kind of magical.
• 56:30
  Speaker 1: It's pretty cool.
• 56:31
  Speaker 1: But it's interesting because I love that you used to be one of your kids, but then we kind of diverted and just shit on all the reasons that make your kids so great right now All right well let's repeat that it's not as good as our childhood Right.
• 56:46
  Speaker 1: You'll never know Ours has to be superior, and I'm like no, Actually take it back.
• 56:50
  Speaker 4: I want my kids to go back to my childhood.
• 56:52
  Speaker 2: There you go.
• 56:53
  Speaker 4: Just so they could see, holy, what did dad do?
• 56:58
  Speaker 2: We had our own thoughts.
• 56:58
  Speaker 2: We thought independently.
• 57:01
  Speaker 3: And we used our imagination.
• 57:03
  Speaker 1: Oh man.
• 57:04
  Speaker 1: Well, bro, this has been a lot of fun, thank you Thanks for having me.
• 57:08
  Speaker 4: This was great.
• 57:09
  Speaker 1: Super enjoyable.
• 57:10
  Speaker 1: We're going to play you out, oh boy.
• 57:12
  Speaker 1: See if it works yeah.
• 57:16
  Speaker 3: I could write a record full of radio songs.
• 57:19
  Speaker 3: Do a bunch of features that my label would love.
• 57:22
  Speaker 3: Do a bunch of features that I don't even like.
• 57:25
  Speaker 4: Just to build up the height, yeah.
• 57:29
  Speaker 3: I could sell my house and move out to LA, get inside of rooms with the biggest in names, hire 50 people.
• 57:35
  Speaker 3: Just to give me advice on the way I should write, oh God, yeah, sounds like a nightmare, if you ask me.